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Combining Behavioral Endocrinology and Experimental Economics: Testosterone and Social Decision Making
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Dual-hormone changes are related to bargaining performance.

Pranjal H Mehta1, Shira Mor2, Andy J Yap3

  • 1Department of Psychology, University of Oregon mehta@uoregon.edu.

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Summary

Rising testosterone benefits bargaining outcomes like earnings and relationships, but only when cortisol levels decrease. When cortisol rises, testosterone increases lead to poor outcomes and conflict.

Keywords:
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Area of Science:

  • Social Psychology
  • Neuroendocrinology
  • Behavioral Economics

Background:

  • Hormonal influences on social behavior are complex.
  • Testosterone and cortisol are key hormones implicated in social and economic decision-making.
  • Understanding their joint effects is crucial for explaining bargaining outcomes.

Purpose of the Study:

  • To investigate the combined effects of endogenous testosterone and cortisol on bargaining outcomes.
  • To determine how dual-hormone profiles influence financial earnings and relationship quality in negotiations.
  • To explore the relationship between hormonal changes and the conflict between social and financial goals.

Main Methods:

  • Two studies were conducted: a face-to-face competitive negotiation and a laboratory-based bargaining game.
  • Endogenous changes in testosterone and cortisol levels were measured.
  • Bargaining outcomes, including earnings and relationship quality, were assessed.

Main Results:

  • Testosterone increases were linked to higher earnings and relationship quality, but only when cortisol levels decreased.
  • Conversely, when cortisol levels increased, testosterone increases were associated with lower earnings and poorer relationship quality.
  • A dual-hormone profile of increased testosterone and increased cortisol correlated with conflict between financial and social goals.

Conclusions:

  • The impact of rising testosterone on bargaining behavior is contingent on cortisol fluctuations.
  • Decreasing cortisol alongside rising testosterone promotes adaptive behaviors, maximizing both financial and social outcomes.
  • Increasing cortisol with rising testosterone signals a conflict between motives, leading to detrimental economic and social consequences.